Commercial Account Executive

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of the commercial territory and achieve revenue outcomes.

• Continuously meet or surpass quarterly goals for new clients and revenue.

• Cultivate, develop, and oversee a robust pipeline for both current and upcoming quarters.

• Formulate and implement territory plans that pinpoint high-potential accounts, industries, partners, and use cases.

• Proactively seek prospects and create opportunities alongside those generated by inbound leads and SDRs.

• Conduct face-to-face customer meetings, discovery sessions, demonstrations, technical evaluations, and executive discussions.

• Engage in sales across various lines of business and buying centers.

• Establish relationships with teams in infrastructure, cloud, platform engineering, virtualization, DevOps, AI, applications, and executive levels.

• Collaborate with channel partners, VARs, systems integrators, cloud providers, and technology partners.

• Identify initial use cases and broaden engagement to additional teams, business units, and workloads.

• Ensure accurate forecasting and maintain disciplined opportunity management.

• Generate new pipeline weekly and ensure adequate coverage across quarters.

• Advance opportunities with urgency and finalize deals throughout the quarter.

• Oversee technical evaluations and proofs of concept against established success criteria.

• Apply MEDDPICC principles and Mutual Action Plans when suitable.

• Create joint pipeline and account strategies with partners.

• Utilize partners to gain access, expedite opportunities, and broaden market reach.

⛳️ Requirements

• Over 5 years of proven success in B2B enterprise technology sales in a customer-facing role.

• Demonstrated experience in developing customer relationships and selling through face-to-face interactions, executive briefings, onsite discovery sessions, presentations, and strategic account management.

• A documented history of consistently achieving or surpassing quarterly quotas.

• Proven success in acquiring new-logo customers.

• Evidence of strong quarterly performance and sales consistency.

• Excellent prospecting and pipeline generation abilities.

• Experience managing a high-velocity commercial sales process.

• Capability to handle multiple active opportunities concurrently without compromising sales discipline.

• Experience in selling across diverse lines of business and buying centers.

• Familiarity with working alongside channel partners to generate and expedite pipeline.

• Working knowledge of cloud infrastructure, Kubernetes, containers, virtualization, or similar technologies.

• Familiarity with AWS, Microsoft Azure, and Google Cloud.

• Experience with GPU and AI infrastructure is highly preferred.

• Ability to link technical capabilities to business value, operational efficiency, TCO, and infrastructure economics.

• Experience with MEDDPICC or a comparable enterprise sales methodology.

• Strong skills in CRM, pipeline management, forecasting, and territory planning.

• Established relationships with customers and partners in New York and the Northeast are highly preferred.

🏝️ Benefits

• Equity.

• Opportunity to make a direct impact on company growth.

• Fast-paced, growth-oriented work environment.

• Opportunity to enhance skills, challenge limits, and innovate.

• Collaborative, diverse workplace.